New Agent Sells $9,925 AP in 1 Week (Final Expense Telesales)

Ben Batista, an agent who's only been in the business for about a month and just had a $10,000 week last week. Rounding up a little bit, it was like $9,925.

If you are genuinely helping somebody and you really care about that person, the money's gonna come, right, it's gonna come through one way or another. So focus less on the money, focus more on the person, focus more on how you can help and, and just being the best part of yourself that you can. Everything will fall into place. It always does.

But I want to, I want to take a second and kind of show you guys this because Ben's ramp up. Ben's transformation has been insane. So I'm going to walk you guys through some of the weeks that he's had over the last few weeks and just watch this ramp up here. So week one, 265 spin on leads, 797 in AP. Next week, 635 spin on leads, 4700 in AP. The following week, 736 spin on leads, 2600 in AP. And just last week, $852 on leads and $9,925 in annual premium. Ben, I feel like I've given you quite the intro. Welcome to the channel. How's it going?

Good, good. How are you?

Doing well, Doing well.

Thanks for having me.

Absolutely, absolutely. So, you know, obviously a $10,000 week, that's, that's pretty huge. How long have you been in the business for?

Maybe since May. Just started writing in mid June. So, you know, the sales doesn't really start happening until probably second week of June.

Okay. So you said you got into the business in May, like license, got contracts, started writing in. You said the middle of June.

Yeah. So end of May is when I got the license done, started building up the structure of the business, started getting, you know, leads and things, and then really just started doing the dials and started really focusing on the sales. Probably like second week of June. It might have. I did some sales the first week of June, but really started focusing in the second week of June.

Yeah. So $10,000 a week, that was like your third or fourth week in the business.

Damn.

Okay, awesome. Well, I want to break that down because there's obviously a lot of people that are new to the business or, you know, sometimes people that have been in the business for a long period of time never see that success. So can you kind of just break down like from a high level overview, how are you writing so much business.

Well, the first part is, you know, getting context, connecting. Right. And then dialing in, focusing in. So the first step really was to find some people to kind of help me focus on what I need to focus on. And then at that point, you know, do some role plays, get familiar on the calls. And then once you find. Once you get a script that works, really start, you know, honing that in. And then just, you know, I've made some changes here and there that worked for me. But overall, you know, you want to make sure that you're. That you one that you're talking about sound, you know, confident, and then build some trust as well.

Okay, so it sounds like. Go ahead, William.

I was just saying that's. That's good stuff.

I think it's.

You've got to make it your own, for sure. I mean, if you're sounding like a robot, people are just not going to trust you. Ultimately. I'm pretty curious to hear a little bit more about, like, where you were before all of this, because I remember our conversation. I think this was now about a month ago.

Yeah.

And I have a lot of conversations. And, you know, a lot. I mean, I talk to people literally all day. It's what I do. So, you know, I have a lot of conversations. People. Some people are.

Just making a little bit off of their leads. Some people are just breaking even. Some people are losing money, looking for another way. Kind of catch me up on what your situation was. For people who don't know you just like, I guess, a brief overview of where you were when we first had our conversation.

Yeah, so when I first had the conversation, you know, as I was trying to. I was buying leads, trying to figure out how to get these sales in, I wasn't making. I mean, I made a couple sales, but it wasn't much of anything. You know, I couldn't get people on the phone. I also didn't really. I wasn't. I didn't have the structure either. So, you know, once I came in with. With you guys and really started listening to some of the calls, saw the videos, saw the, you know, doing the training, realized, you know, that I was making the dials, but there was a lot of pieces missing. Part of it was focus on what I was doing. Part of it was, you know, a decent script because, you know, I was doing kind of doing things on the fly. I think the first two sales ever made were just on the fly, you know, like, hey, here's insurance. You want it?

And then. And then, of course. Objection. Handling right where we you know, started doing the objection calls, role plays. You know, started listening. And I do a lot of listening, right? So listening to how other people handle their calls, seeing how it plays out with my calls, listening in on my calls. I hadn't been listening to my calls before, so all of that. And so that's what led to that week, which I'm trying to replicate now. But, yeah.

I want to kind of like, touch on or break down what your processes for. Like, I guess how you're getting leads and then how you're actually selling policies, like, kind of like your overall system that you're running your business with. Because one of the things that I've noticed a lot in our industry is everyone is just kind of like, winging it. Like, they'll go out and they'll buy leads. They'll get like a spreadsheet, and then they take their phone and just start calling through or, you know, they're buying leads from different vendors. Like, walk us through, what is the system? What is the structure of how you, like, run your business from getting a lead? What it. What is. What happens next? And then how do you actually get them on the phone and close them?

Okay, so before, it was just trying to purchase leads, right? Because I didn't know what. How to get them otherwise. And then it would just dial what I could, and I kept getting sidetracked with everything. Now it's all coming through Facebook. So get the Facebook leads coming right to the CRM. It goes into my dialer, and then I dial away from there. I get someone on the phone, I go through the scripts, build the rapport, build the relationship, and ultimately they're making the decision. I'm not selling the money thing. I'm not trying to get them to make any quick decisions. I just provide all the information at the time, and then they ultimately will tell me which way they want to go. And so far, now everyone, you know, they want to. They want to get approved, so they. They want to go through the application. And so that's. That's how I do it. You know, I make sure that they don't feel pressured. I put that at the very beginning, I give them my trust statement where, you know, I'm committed to what they want to do and, you know, and I just stay calm on the phone, and that's it. I mean, you know, I just had the last closes that I had. What, yesterday and the day before were.

Just, you know, hey, we can get you approved. You know, let's see what the carrier says. You know, how do you want to proceed with that? Do you want to, you know, that's it. And then they just say, yeah, then they just pick up. They pick an option. They just go, yeah, let's.

I want.

I want this one. What can we do with it? And then, you know, we work through our ways to get the application going.

It's quite simple, the process of converting an insurance lead, if you actually provide value. You mentioned that one thing that you did early on was like, just go for the. Go for the sale. Basically. Like, I did the same thing. It was like, hey, let me get you a quote. Like. Like, let me get you a price. Let me ask you some health questions. And then here it is. And that's what everybody does. And, like, if you ever role play with people who have never been through, like, sophisticated insurance sales training, which most of us never did, and I only got to where I am from tens of thousands of mistakes and, you know, hundreds of thousands of phone calls that didn't work out and some that did. And that's how I kind of learned over time, you know. Yeah, but.

I really like that you focused in on that. And one of the things I had a conversation the other day that I wanted to get your in your take on.

A gentleman I was speaking with was basically talking about how.

There'S a lot of change that goes on in this business to get better and how that made him nervous. And I want to kind of unpack, like, how you were feeling when you and I were going through and talking about basically, like, changing and restructuring your entire business and, like, kind of what was going through your head and what really motivated you to take that leap of faith at the time. And I want you to kind of unpack that for us here.

I mean, I was just more excited than anything, you know, just knowing that I can. It's possible, and then just hearing different strategies. More than anything, I was just excited to make any change that I needed to do. And I mean, from there too, you know, I've actually expanded on. So, you know, it started off with the Facebook leads. Now I'm partnered with, you know, I'm getting partnered with banks, credit unions, other insurance agents. I mean, now, so we have a network where I'm getting leads through as well. So.

It'S kind of blown itself up since that.

Yeah. Awesome. Awesome. And so obviously, like, from that progression, I think the biggest thing too is a lot of people are nervous about, like, well, you know, what if I don't sell a policy for X amount of time? Because I'VE got family obligations. I've got to. I've got to work. I've got to do this.

I've got to.

And like, it's interesting. I like, I love your story because I believe you're still active duty military, correct? No, no, not active duty.

Reserve.

No, I'm done.

Oh, done. Okay, cool.

Congrats.

So actually fully, fully retired then. My mistake. But the thing that I really like about your scenario is that you're able to hit these types of numbers, but you're working five days a week from home. And from what I understand, I don't know your personal life. From what I understand, though, it seems like you're spending a lot of time with your family outside of work hours. And I think you're only working from like 8 to 5, unless maybe a call runs over you. You're. While you're closing a deal or something. But am I getting that right?

Yeah. Yeah. So I only. I don't do anything Saturdays and Sundays that's dedicated to my family, you know, my daughter and my wife. So Monday through Friday is the only time that I'll. I'll do any sales whatsoever. And so, you know, I prioritize the appointments and then I'll make calls in the middle.

And yeah, I mean, that's, you know, but when it comes to the fear or the worry, I mean, that's real. Did have that. But at the same time, you know, if you have people to call and you know who you're and, you know, kind of what you're supposed to be doing, it falls into place. And that's really the. The, the thing that I say. Like, as long as you know what to say and how to say it and you have people to. To reach out to, you're going to make your sale. It's. It's when you don't have the pieces together. For example, let's say you have 3,000 people to call, but you don't know how to present. Well, you're not gonna make a sale. Or let's say, you know, you know how to go through a script and you know exactly what you're supposed to say, but you don't have anyone to call. Well, you got to put both together and you got to make it. You got to make a mesh.

Yeah.

And the. The one thing. And I want to pass this off to Tim in a second because I'm sure he's got some. Some valuable insights here, but the one thing that I see a lot of people doing is like, they're. They've basically got like one leg. I call it a one legged business, right. They're hopping around on crutches, they've got like a CRM and it's half built out from someone who never even was in the insurance business. Usually they're buying leads from someone who's either never sold insurance or if they did it was like for a week maybe. And then that's why they got into selling leads. And then you know, best case scenario, if the, if the CRM is actually somewhat organized and if these leads know that it's even about insurance, they end up calling and going through a script that's one page with like 15 to 20 lines on it. None of them really makes sense. It's disorganized and it like if I look at it and read it as an individual, I'm not sure if I'm supposed to read the whole thing to begin with or if I'm supposed to take a break and wait for them to respond. So it, with the amount of organization that you've got going on, that's, it seems like that's one of the biggest things. And I wanted to see about efficiency here.

What just, just two quick takeaways if you don't mind on like a, what you're doing that makes you so efficient. Because there's people that would literally sell their left kidney to be able to spend the weekends and the evenings with their wife, kids, going out doing, you know, maybe playing golf. There's a lot of people who love golf in this industry and just maybe even having time for friends versus like selling their soul. Break down the efficiencies for me because I think that's one of the biggest things that you're doing better than most people.

So what I look at is what's important, right? That's my first thing, what's important, most important thing is family by far. The other part is, you know, I tend to ask these questions is, you know, what are things that you think about when talking to clients, right? And so having that, that positive mindset and. But then the other part of it is, you know, being efficient, obviously that's a, that's key, right? So obviously the workflows that I have set that we have set up, the, you know, when a lead comes in, calling in that lead as soon as possible, following up with some text, keeping the contact there and then reaching out if they make an appointment, just confirming that appointment, just constantly reaching out and touching base the clients and ultimately you get them on the phone and if they have time Right there. Then we'll go through the process and close. If not, then we're gonna set an appointment and I'm not going to give them any pricing until I know that they're actually ready for it. So, you know, just an example from yesterday, I had a mom call for a term policy for two kids. I did a quick pre qualification on it and said, yeah, so it looks like we're going to be able to do something with for you. But are they around? Are they with you? No, no, they're at work. Great. Okay, well, before I can continue, let's just make sure that they're available because, you know, they have to be able to sign their policy. And, you know, I don't want to get too far down the road if they're not even available. So we have an appointment set up where she's going to be with her two kids. We'll be able to go through the application, I'll go through the quotes with them, and then we'll get them closed.

So that's kind of how I do it, is I make sure that I'm hitting all touch points, whether it's through text, whether it's through email, whether it's through phone call.

And that's the easiest way that I can say to do it. As far as organization goes. I mean, I have my notepads here that, you know, when we're. When I'm talking, I'm right, I'm making notes so I can put into the CRM later. And I'm also making sure that I know, like. So, for example, let's say I call a lady and she's in the hospital. I'm gonna make a note of that. And then when I call back or if I text, I'm gonna say, hey, are you still in the hospital? Hey, how are you? Right. I'm gonna make sure that they know that I was listening, that I care. And then when they actually do come to the hospital, that, yeah, I'm gonna say, hey, so when did you get. Just when did you get released from the hospital? How are things going? How are you feeling? And we're going to start that before I even get into anything life insurance related. I don't know. I don't know if I fully answered your question. I think. I hope I did, but I think.

So, it seems like. And I want to make sure I just kind of take this away and I want to pass it to Tim here. The efficiencies that you're putting in place, realistically, it sounds like are not wasting time on the conversations that aren't converting because people aren't around because they have maybe. Maybe they have a direct express card. But, you know, like, sometimes it seems like a lot of trainers in this industry will tell you to just try and keep them on the phone if they're driving in the car, if they have to leave or if they're doing all these things. And we've talked about this, like, fundamentally, that doesn't really make sense because if they can't buy now, why would I try to continue the sales conversation versus just following up with them? But it's a mindset of desperation because they're under the gun with putting this money into the leads, and they have the scarcity mindset because they can only buy so many leads because they're limited on capital and versus doing what you're doing in the way that we've done things. So.

Yeah, touching on that point. So, you know, I'm not afraid to let a sale go. I'm not afraid to hang up. So usually in the first 30 seconds, I can kind of tell at this point if they're going to be going through the process or not. If they're not, I'll answer some questions. I'll be, you know, I'll do what I can. Maybe go down the list a little bit. I'm ultimately not going to give out any numbers. And. And ultimately we're gonna. We'll part as friends, and I'll get off as long as I can, but making sure that I still answer all the questions. Somebody that I can tell actually who wants a policy, I'm gonna spend more time with, we're gonna go through the steps. So that is something that you have to kind of figure out as you go through. You know, who are you gonna be spending more time with, who you're not gonna be spending more time with? And don't be afraid to walk away.

Discipline. Yeah.

And that's the hard part is a lot of times you're scared to walk away from something because you really want that sale. But ultimately, you know, if you're helping, and this is something that a mentor told me is if you are genuinely helping somebody and you really care about that person, the money's gonna come, right? It's gonna come through one way or another. So focus less on the money, focus more on the person, focus more on how you can help and just being the best part of yourself that you can. Everything will fall into place. It always does. And that's one thing that I had to figure out was to get that stress away, get the money side away. You know, how can I help? That's it. How can I help?

Very, very true. Very true. Ben, I want to, I want to ask you something because since we've been working together, your ramp up has been pretty steep.

Right.

You went from one week 797 and AP. The following week, 4,700 in AP. The week after that, 2,600 in AP and then your $10,000 a week. Basically $10,000 a week last week. So since working with us and since working with Advanced Agent Marketing, what do you think has been like the biggest or most valuable piece of the program that's allowed you to, you know, see so much success so quickly and be on that track?

It's a mixture, right? So learning how to do the Facebook leads, the role plays.

Having, you know, being able to just have question answer periods, you know, all of it. I mean, there's, there's. It's something where you, you put the pieces together and it slowly comes together, but then also being able to, to share and to get feedback, you know, that all that's very valuable. And so that's, that's kind of what's allowed me to, to do that and to get there. And so, you know. Yeah. I mean, and at this point too, because I'm building an agency, you know, this is for every agent that comes on with me. You know, I'm going to want them to be plugged in as well, because that's. It's just too valuable to not be part of.

Yeah, yeah, 100%. You said everyone that comes onto your agency, you're going to be putting them through our training and our program.

That's my, that's my goal. That's what I want.

Yeah. 100.

Yeah, man. I think the, the biggest thing like that I've realized and just learned over time is like the community aspect and having other people that you can reach out to and talk to and, you know, kind of just like build like a. I guess they call it like a tribe of people that are all doing the same thing. Right. That I've seen is probably one of the most valuable things you can have in terms of achieving a goal.

Right.

Like, if you're trying to go from point A to point B, if you have a group of people that are all set on the same path, set on the same goal and are trying to achieve the same thing, it's just like, it's so much easier and it's also more fun to do when you have people to do it with and you have people to talk to because, I mean, let's be real, the telesales business, the work from home, you know, work, remote business, it can be really damn lonely sometimes. Yeah. Just, you know, cooped up in an office making dials all day. It can, it can be brutal. But having that, having that, having that community and other people really makes it.

So much better.

You know, with that. About the, with that, you know, there's a quote that I, that I love and that is, you know, success happens in the communities. Failure happens in isolation. And that is the most true statement that I could think of. So that was, you know, based on what you're saying. So.

Yeah, no. 100%. 100%. If somebody's watching this video and you know, maybe they've heard about our program, they get blasted by our emails, which I write personally every single week, and they're thinking about jumping in, but they're maybe like on the fence. What would your message be to that person?

Dive in. I mean, what are you gonna lose? You know, if you are.

Just struggling, you know, you got nothing to lose. Just give it a shot.

100%.

Yeah. Ultimately, if you're working, if you're doing your own business, you have to dive in headfirst at some point. And so, you know, you take, you have to take a plunge. And whether it's immediately or later on, ultimately you have to take that plunge and if you want to be successful in your own business, because ultimately you're not a W2 employee. You're not, you're working for yourself. And the only way any business owner really succeeds is they have to just go head first.

Yeah, no, I agree. That's, that's one thing too, that like, over the course of my business journey, like personally, I've had to get like a lot better with that. When I first got in, like spending 500 bucks on a course was like, oh, like you really had to, you know, hype yourself up to do that. And at this point, I'm. I'm addicted to buying courses and programs because I, I know that there's no better way that I can spend money other than like food and surviving than investing in myself and investing in my skill set. Right. Like, I'd rather put money into something that's going to make me more money and increase my income, then get like 8% a year in the stock market. That's the way that I've kind of trained myself to think. And since I started doing that and since I started investing in myself, which is obviously something you're doing as well. Everything is like, it's really changed. Just you. You level up as a person so much faster when you're willing to invest in yourself.

Yeah, I mean, you know, but with that, too, you don't have to necessarily spend to do it. Right. So, you know, podcast, you know, you can do that as well, which I've done, you know, YouTube videos as well. But then the other part too, you know, build up. Build up your network. Build up a partnership, right? Like, you know, ad campaigns are great if you're stepped on cash, you know, work out partnerships. For example, you know, I have reached out to a few PNC agents here in the area. And so now, you know, if someone comes in wanting a home loan or not home loan, but a home insurance, auto insurance, and then they say, you know, but they're also looking for life. Well, a lot of pnc, they don't want to do the life side. They're not as familiar with it. So they'll call me and they'll be like, hey, your. Your life. Let's see what we can do with. For my client. And then I'll either do, you know, commission splits, or I'll just take on the client fully, depending what they want. And so that's kind of how I built up my local network. And now, you know, I'm actually spread out through multiple states on my networks as well. So, you know, and with health. So, you know, and reach out to institutions like, you know, I've reached out to multiple banks and credit unions. So, you know, they usually typically only do accidental. They have a lot of clients that want more than that. And so you can build up, you can be an affiliate, and they'll reach out to you and say, hey, you know, we got some clients that are. They're looking for life. Okay, cool, I'll help them. And so it also builds up your credibility as well.

Yeah, no, a hundred percent. Like, get. When you. If you have capital, you can, like, you. You have two resources, right? You have time, and then you have capital. And if you have more money, you can save the time and you can just get leads and call leads. But if you don't have capital and you have a bunch of time, like going out and making those partnerships, and I mean, it's literally free leads. It definitely makes a ton of sense.

So, parting thoughts?

What?

Like, for a new agent that's watching this or someone like, you know, if you could go back and give yourself a message, you know, two months ago, when you're first getting into the business, someone in your shoes, what would be like the biggest piece of advice or the biggest thing that, that you think would help out a new agent in that position.

Find a good support system. That's key, right? If you're brand new, you have no idea what you're doing, find somebody that's going to be able to show you the way. That's, that's ultimately because.

You know, you can try doing on your own. You might do well, you may not, but it's, it's much easier. It's, it's, you'll learn more just learning from somebody and then that way they can kind of guide you through the process and then from there, release and then you're off to the races.

Thousand percent Thousand percent. Julian, any, Any parting thoughts?

No, I think this was super valuable and I encouraged the person that's watching this to maybe rewatch this because I, most of our clients started off in a position where they didn't have a great experience buying leads, doing these things. I know that I started off that way. If you ever see my story, I was in, you know, multiple car accidents, working these Walmart gift card, five six year old leads. If you're watching this and you're like, dude, does this, can this actually work? Like, can I, can I actually do this? The system, the system itself already works. The question is, is do you want to work it? And if the answer is yes, then the only thing that would prevent you from moving forward right now would just be yourself. And so like I always joke around, like, if I had this when I started, like I would just have started building out an agency like Ben and I would have been on an interview myself and I never would have started this business. But ultimately.

The grass is greener, you just have to water it and you just have to show up and stand on the lawn. So with that, I want to say thank you for watching. If you liked videos like this, go ahead and like it. Click the subscribe button down below. Comment what your thoughts are, what questions you have, we're happy to answer them.

We're going to include a link down below to apply to join the same program that Ben joined. So if you guys want to learn more about that, you can learn more in the link down below. And Ben, if people want to reach out to you, where can they find you?

You can reach out to me either on Facebook, Baptiste Family Life, Facebook page, BBInsurance Services. That's our website. Yeah. Feel free to reach.